Listen to the inner person

Listening to the inner person means listening for specific signals within
what they say and do that indicate their deeper motivations.

Needs

Listen to their needs,
including statements they make about themselves, about
safety, about
belonging, etc. Listen to
needs, wants and likes.

For example, if they say 'I like working here' then this is a statement about
belonging.

Beliefs and models

Listen for beliefs,
assumptions and other leaps. Listen for assertions of truth that the make. Watch
for their reactions to the ideas of others.

For example, if they say 'This will make it work' then they are making
assumptions about how things work.

Values

Listen for ‘musts’, ‘shoulds’ etc. that indicate their
values. Listen for judgment,
especially of others.

For example, if they say 'That is wrong' then this indicates that they
have a right-wrong value about this domain.

Goals

Listen to what is being done and seek to find the stated goal that is driving
action. Distinguish goals from needs: goals are set to achieve needs.

For example, if they say 'I am going to visit RHR tomorrow' then ask
what purpose that visit will achieve and what objective or goal will be achieved
by the visit.

Emotional intelligence

Listen for their level of
emotional
intelligence, for example in whether they just react or are aware of and
control their own emotions.
Their level or emotional control may be evident in speech, whether it is lack of
control, over-control or comfortable acceptance.

For example, if they say in a reasonably level tone 'I feel annoyed by that'
they are demonstrating awareness of their emotions and also control.

Preferences

Look for the
preferences and biases that they show. For example, if they say 'Let's look
at the big picture' then this may indicate a preference for ideas and
large-chunk viewpoint rather than diving into the tactical detail.